Partnerships Manager

EXFO inc; Quebec; On-site; CAD 90,000 - 120,000; Full time

Job summary

A leading technology provider in Quebec is seeking a Partnerships Manager to drive strategic partnerships within the product management organization. The successful candidate will have extensive experience in product management and business development within the networking industry. This role requires excellent communication skills and a strong understanding of telecom technologies. The position offers a hybrid work model and emphasizes the importance of diversity and inclusion in the workplace.

Qualifications

• 7-10+ years of experience in product management or business development.
• Proven track record of developing and managing technology partnerships.
• Ability to navigate complex cross-functional environments.

Responsibilities

• Define and execute the partnerships strategy aligned with corporate objectives.
• Identify and prioritize potential partners to enhance customer offerings.
• Manage partnership agreements and monitor performance for mutual value.

Skills

Strategic thinking

Interpersonal skills

Negotiation

Telecom technologies understanding

Communication

Education

Bachelor’s degree in Engineering, Business, or a related field

MBA or equivalent

Job description

Partnerships Manager

Main locations : Quebec, Quebec, CA Ville Saint-Laurent, Quebec, CA

Job Type : Full-time

Workplace type : Hybrid

Offer number : 5146

EXFO develops smarter test, monitoring and analytics solutions for the global communications industry. We are trusted advisers to fixed and mobile network operators, hyper-scalers and leaders in the manufacturing, development and research sector. They count on us to deliver superior visibility and insights into network performance, service reliability and user experience. Building on over 35 years of innovation, EXFO’s unique blend of equipment, software and services enable faster, more confident transformations related to 5G, cloud-native and fiber optic networks.

Since our beginnings in 1985, diversity has been one of EXFO\'s core values, fostering an inclusive corporate culture. We welcome people with a wide range of skills and experience into a culture that values innovative ideas, teamwork, and a customer- and market-focused approach. We seek the active contribution of everyone, with respect for the individual, the environment and the community. This is how we fulfill our purpose : to ensure the connected world meets the highest expectations, to bring together people, communities and businesses.

Role Summary

We are seeking a highly motivated and strategic leader to spearhead our partnerships strategy within the product management organization. This role will focus on identifying, developing, and managing strategic partnerships with industry players—including technology vendors, ecosystem partners, and service providers—to increase our go-to-market impact, enhance our solution offerings, accelerate innovation, and better meet evolving customer needs.

This role will require strong cross-functional collaboration with Sales, Marketing, Product & Solution Management, and R&D to ensure partnerships align with product roadmaps and go-to-market strategies.

Key Responsibilities

• Define and execute the overall partnerships strategy in alignment with product and corporate objectives.
• Identify, evaluate, and prioritize potential partners that can add value to our telecom test equipment portfolio and customer offerings.
• Develop business cases, value propositions, and integration strategies for partnerships.
• Serve as the primary point of contact and relationship owner for strategic partners.
• Work with product teams to define joint solutions, technical integrations, and co-innovation initiatives.
• Collaborate with sales and marketing to ensure partner-based solutions are positioned and promoted effectively.
• Monitor partnership performance and ensure mutual value realization through KPIs and regular reviews.
• Negotiate and manage partnership agreements with legal and executive support.
• Stay current on industry trends and the competitive landscape to uncover new partnership opportunities.

Key Requirements

• Bachelor’s degree in Engineering, Business, or a related field; MBA or equivalent is a plus.
• 7-10+ years of experience in product management, business development, strategic alliances, or similar roles in the networking or test equipment industry.
• Proven track record of successfully developing and managing technology partnerships.
• Strong understanding of telecom technologies, trends, and ecosystem players.
• Excellent interpersonal, communication, and negotiation skills.
• Ability to navigate complex cross-functional environments and influence without authority.
• Strategic thinker with the ability to translate high-level goals into actionable plans.
• Comfortable working in a dynamic, fast-paced, and innovation-driven environment.
• Nice to Have :
• • Experience working in or with R&D teams on joint development initiatives.
  • Background in B2B enterprise or service provider solutions.
  • Familiarity with standards bodies, open-source communities, or industry consortia.

EXFO is an equal opportunity employer

Diversity is an asset that has made EXFO strong since its inception because it enriches us. For more information about diversity and inclusion at EXFO, read our DEI Statement.

For positions located in Quebec, the language requirement is French. However, in the context where the incumbent evolves in an international work environment and where the activities take place mainly outside Quebec, we favor bilingualism as a linguistic requirement.

Do you have questions about this career opportunity or our hiring process? Contact us at [e-mail] or, if you are applying for a job located in Mexico, at [e-mail].

Thank you for your interest in EXFO!